Larry Licht

Tell me a little about your background?

Kinesiology major with an entrepreneurial father. I grew up seeing how a business successfully worked and the ins and outs needed. Quickly grew a passion for human biomechanics, and always wondered how I could combine that passion in a business setting. I heard about what medical sales was my senior year of college, and knew that this was the career path for me.

Why were you interested in Medical Sales? What drew you to this industry?

The combined need for a high anatomical education level and the ability to utilize that knowledge in a business setting is ultimately what drew me to this industry. Hearing that you are in the operating room working with a surgical team to provide the best outcome for a patient and discussing your devices and technology is something I found very intriguing. Ultimately, it’s a career path for me where I can utilize my degree in Kinesiology and also benefit from the results of scaling business.

How long did you try to get into the industry? What was that experience like?

I tried to get in for about 4 years. Right out of college I quickly learned how difficult it is to get in with no connections. I then decided to work and grow my professional business and sales side to combine with my anatomical knowledge from my degree. It took a lot of conversations and a lot relationship building.

How did you learn about Medical Sales College?

I learned about MSC from a family connection who used to be a Regional Manager for a big orthopedic device company in Denver. He was someone I trusted and told me to check it out with the limited connections I have. Hearing that from someone high up in the industry must have meant they are doing something right.

Did you have any fears about attending the School? What were they?

Ultimately taking a step back from work, and the possibility of it being somewhat of a “scam” scared me a bit. Investing your time and money into something I felt I already had the education level for and the sales experience for was almost as if I didn’t need it.

What ultimately made you decide to attend the College?

Ultimately it was really thinking, do I want to keep waiting and trying with limited connections, or do I want to take a step back to move my career forward. Also, the conversation with someone so high up in the industry helped push me to do so.

Describe your experience once you began training with Medical Sales College.

Initially it felt like school again. A very set timeline of what is to be studied, and what you will learn. MSC really structures what it is they want you to learn.

Explain what your interview process was like.

It was finding out I had a lot more personal connections in the industry than I had realized. It was a lot of networking and digging to determine the best way to get in front of people.

What from your training did you specifically use during the interview process that ultimately helped you land your position?

I would show the week to week outline of what we studied, and ultimately let the people I spoke with know that I still don’t really know anything compared to people already in, but if I wasn’t passionate about this industry I wouldn’t have invested my time and money to learn more about it.

What is your current job like?

I will be working as a Sales Associate, so in my territory it will be covering cases, running inventory, and learning every little thing for almost everything Arthrex is offering. I like that I am not “subdivisioned” to one or two specifics, but learning all that I can.

What was the most valuable thing you learned at Medical Sales College/What piece of
training do you use the most in your day-to-day activities?

I think the OR protocol was the most useful. I felt I already had a very good anatomical knowledge, but understanding the ins and outs of a hospital will be the most beneficial

Why should someone attend the Medical Sales College if they want this career?

If you truly are passionate about getting into this industry, it can only help. By no means is it the “end all be all” way to get in, but it can only help. Don’t expect to know everything or have everything done for you, because you’re the only one in control of the outcome. Show that investing your time and money to learn more about the industry is a sign of your motivation to get in, and that you are willing to keep learning.

What do you know now that you wish you had known before entering the industry/attending Medical Sales College?

Honestly, the connections that I already had. Every step is a process, but you’re going to have to take it upon yourself to get hired because nothing is handed to you just because you went through this program. Listen when they say you will have to do a lot of the work, because I firmly believe that is up to you whether or not you’re the one to get hired or not.